Rule structures are the building blocks of every effective incentive program, and they are what will give
you the edge against your competitors. The structuring starts with our ability to gauge, analyze, and
understand your sales numbers. This provides us with information we need to design unique rule structures
that will generate a vigorous ROI for your company that can then be analyzed in order to create successful
incentive programs for years to come. We take your whole team into account, utilizing both open-ended
(do this — get that) and closed-ended (do this better than your peers — get that) objectives to
keep everyone engaged and progressing towards a goal, and we make sure that these goals are challenging yet
attainable to keep everyone motivated across the board.

We create rule structures that utilize the science behind human motivation based on the Four Drive Theory
of Human Nature, developed by Nitin Nohria, Dean of Harvard Business School, as well as the late Paul
Lawrence, a professor of Organizational Behavior at Harvard Business School. The theory states that
individuals are motivated by the drive to acquire, the drive to bond, the drive to learn, and the drive to
defend. We apply this theory in everything we do and have almost 25 years of success to prove its
effectiveness.